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No champion, no deal. Doug May, SVP Productivity at Harness, on how he turns someone using a checklist to buy something into a real champion... #sales #salestips #b2bsales #valueselling

Happy Fourth of July! As we celebrate today day, let’s take a moment to appreciate the freedom and opportunities that unite us. Whether you’re enjoying a BBQ, watching fireworks, or spending time with loved ones, we hope your day is filled with joy and happiness. Here’s to a festive and safe Fourth of July! 🌭🎆🇺🇸

We're proud to be the leader in G2's Value Selling Tools Summer Report! What are value selling tools? Here's how G2 defines the category: Value selling tools, also known as customer value management (CVM) or value realization tools, enable teams to quantify the business impact of a solution better. They help ensure that the value is realized. These tools automate the creation of business cases and return on investment (ROI) calculators. This empowers sales teams with quantifiable data to infuse value throughout the sales conversations. Value selling tools enable organizations to adapt value-selling methodologies and frameworks by aligning value throughout the customer lifecycle. Certain solutions also provide engagement analytics to better understand how successfully some business cases have performed. These solutions can be leveraged by multiple teams, including solution engineers, sales reps, marketers, and customer success managers, to assist prospects and customers in perceiving value throughout the customer lifecycle. Marketers can leverage these solutions to enhance website engagement. Solution engineers and sales reps can utilize these tools to create unique business cases to showcase value and business impact. Customer success managers can use these solutions to support renewals and showcase value received. Some solutions in this space integrate with key business systems such as CRM software, sales enablement software, proposal software, and customer success software. To qualify for inclusion in the Value Selling Tools category, a product must: - Provide the ability to develop business cases or ROI calculators to share with prospects and customers - Store value selling content, like business cases, in a central location for easy access - Enable non-technical users to edit business case templates at scale and tailor them to prospects’ needs to showcase value and business impact #g2 #valueselling #customervalue #sales

Beautiful, personalized digital sales rooms ✨ We think you're fantastic too, James Tucker! #salesenablement #contentmanagement #b2bsales

Steve Richard's 5 things sales managers can do to create more sales coaching impact 1. Define what constitutes a “good” sales call. If your sales reps do not understand how to conduct a successful sales call, it will be difficult for them to hit their targets. It is critical to set proper expectations with your team. Doing so will save time (and conversations) down the line. 2. Focus on where you can make the most impact as a sales coach. Don’t try to call-coach reps with a low number of dials. Call quality isn’t the problem you need to solve when it comes to reps with low activity. First, get to the bottom of why their activity is low. Is it a lack of motivation? Low confidence? Are they having trouble finding their rhythm? As a manager, you should try to help them find their way. But, don’t spend too much time with reps who can’t (or won’t) change. 3. Flip the coaching paradigm on its head. One sales manager can’t spend all their time coaching calls. Get your sellers involved in their personal development. Have every rep on your team listen to at least one of their call recordings per week and score it. Then, have them bring that call (and their score) to your weekly one-on-one to discuss it (bonus points for reps who show up to meetings with two calls — one call where they struggled and another they are proud of). The call scores aren’t necessarily important, but the consistency is. When reps continuously compare their calls against the definition of good you outlined in tip #1, they will start to self-correct and see natural improvement. 4. Conduct a “sales call of the month” contest. Each month, issue a Call of the Month award where you recognize the rep who had the best conversations. This contest is about quality, not quantity. Don’t just give the prize to the highest-performing sales rep. Give everyone a fair and equal chance to win. That motivates your sales reps to have meaningful conversations with prospects and customers without the singular goal of booking more meetings. Have each seller send their best two conversations to their manager on the last day of the month. The manager then narrows down the pool to the top three calls to be played for the judge (this could be your Sales Director, VP — you name it). The judge will pick the best call, and the rep will win a prize of your choosing. Remember to keep winning conversations in a folder to be played for new hires! 5. Hold the line of accountability. Hold your sales reps accountable for being involved in their own sales coaching. The seller is the only one who can decide to change their behavior, and they must own their development process to make it happen. #salestips #sales

Win rates are down 18%... Sales cycles grew 16%... Deal values shrunk 21%... 69% of reps missed quota... 44% of deals slipped or were pushed back 😖😖😖 What are YOU doing about it? Get our latest guide to find out what top orgs are doing to address this madness: https://lnkd.in/gr-a-Xkq #sales #salestips

#TBT remember summer last year when your entire feed looked like this? #revops #marketing #sales

Field sales teams, IYKYK. Your top salesperson is on the road, ready to meet with a high-value prospect. They walk in, shake hands, start chatting. Everything is going great! Until… They open up their briefcase and find a pile of outdated product brochures with only a limited selection of sales content. In the heat of the moment, they struggle to tailor their pitch to the prospect’s specific needs, and the conversation that started out with so much promise falls completely flat. This is a scenario that plays out all too often for field sales teams. Your sellers already face a multitude of daily challenges trying to close deals while on the road. Unfortunately, managing sales content becomes another uphill battle as they lug around bulky materials, scramble for relevant content updates, and try to maintain brand consistency all while presenting on the go. Today’s buying landscape demands more from sellers than a few outdated pamphlets. Field sellers must be able to adapt to the needs of each client they meet if they want to bring home deals consistently. A sales content management solution is the answer to these problems, catapulting your field teams into the modern age of sales and empowering them to succeed. Here's how sales content chaos hampers field teams: https://lnkd.in/gzp9YPwt #salestips #b2bsales #fieldsales

How to teach sales reps to act like value consultants, from Doug May, SVP of Productivity at Harness. #valueselling #valueengineering #valueconsulting #b2bsales #salestips

Slack this week be like... 🌴 ⛔ 🌴 🌴 ⛔ ⛔ 🌴 Stay strong, sales reps! #pto #ooo #sales